Account Prioritization, Activity & Mgt.
T/F: I should use one method for contacting my prospects and give up after my first attempt if they do not respond.
FALSE
it will take 10-20 attempts to make a connection with your prospects
How soon after a project is complete should a promotion update story be complete?
Within a week of project completion
Reminder: 2nd to the last Friday of the month is the deadline for Promotion Updates
Where can you find a list of resources and assets available for your area of work?
Cohort specific sales guide
TEAMS
Strategy Department Page (Dairy Central)
Dairy Checkoff Exchange
Asset Library
What does D3 stand for?
Driving Dairy Demand
Describe the difference between a short-term partner win versus a long-term partner win.
Short term- one activation, moment in time
Long term - long term commitment, multi-channel agreement, annual marketing plan, 5 year commitment
You have been sending emails for a week now to a prospect, with no response. How might you adjust your approach to improve your response rate?
Adjust your outreach message
Pick up the phone
Get out of the office- show up at the location
Send a personal note- snail mail
Share a case study of similar work to get their attention
Snoop their connections on Linked In- ask for an introduction
Where should I capture my after action review notes following a project completion?
Dairy Connect- Project section
Learnings
Actual budget consumed
Actual ROI
Additional reflections
Based on your role, what are the features and benefits you would sell in to your partner?
FR
Mar/Comm
Foodservice
Retail
STEM
Sustainable Nutrition
In your own words, describe the D3 process.
Plan the call
Open the call
Identify priorities
Relate benefits to priorities
Handle feedback/ objections
Gain commitment
Complete post-call analysis
You are working to set up a first meeting with a new prospect, describe three ways you can demonstrate perseverance.
1. Multiple email attends with adjusted subject lines to get attention
2. Asking for an introduction or referral from someone you have a mutual relationship with...Linked In message
3. Pick up the phone, or show up
Once an LOA is signed, how often should you touch base with the partner to manage the relationship?
Open to responses
Once an LOA or partnership is confirmed, what is your next step in project management?
Start project in dairy connect
Make a note for budget implications
Start a project file in TEAMS
Upload any related documents to dairy connect
When the partner need doesn't match Midwest Dairy's priorities, what are your next steps?
Continue negotiation- yes and...
Continue exploring, uncovering...asking FOCUS questions
Walk away if needed
As you work to identify the partners priorities, you want to use FOCUS questions. What does FOCUS stand for?
Financial
Organizational
Customer/ member priorities
Usage/success
Solutions
Describe your primary strategy for an upcoming networking event.
1. Make connections
2. Build relationships
3. Seek referrals
4. Learn about attendees
5. Get attendee list
6. Collect business cards and contact info.
7. Find a buddy in the space to make introductions
Based on your strategic focus area (FR, SN, STEM etc.), describe your process for prospecting.
Farmer Relations
Sustainable Nutrition
Mar/Comm
Sales/ Demand
How often should I be participating and contributing to the D3 conversation in the D3 teams channel?
As often as possible
Your partner has identified a resource need that we do not currently have. What are your next steps?
Ask where it fits in the strategic plan
Is the resource a win for dairy
Who will create the resource
Investment
Reach/use/ potential impact
You are meeting with a dairy farmer for a KIF visit. Role play the ACAC technique with a partner.
Acknowledge
Clarify
Answer
Confirm
T/F: New business only seeks growth with existing partners.
False - New business seeks growth with existing and new partners
As you manage your work week, how should you allocate your time to your priority accounts?
Priority accounts- majority of time
Lower priority- lesser amount of time and focus
I need a refresher on negotiating. Where would I go to find D3 resources to support my learning?
D3 TEAMS channel under files
You are preparing for a meeting with your state STEM professional development contact. Describe your steps to investigate the partner prior to the meeting?
Partner website
Types of PD offered
Membership base
Where they do for resources
Conferences/ events
Key contacts/ influencers you might know (rapport)
Who is the primary decision maker?
How would you prepare for a meeting with a driver personality style.
Efficient use of time
Get right to the point
Expect candor
Reminders: Drivers are
Action & goal oriented
Decisive
Independent
Practical
Effective
How do you showcase catalytic potential with new business partners?
If this then that...domino effect